Major Account Manager - Financial Services

F5•Washington, DC

3d•$139,200 - $208,800•Hybrid

About The Position

This is a strategic sales position focused on driving technology solutions for major financial services accounts. The role requires deep knowledge of how technology enables business goals and addresses challenges specific to the financial services industry, such as regulatory compliance, data security, and digital transformation. The Major Account Manager will combine strategic planning with tactical execution to develop and close business opportunities. Responsible for managing all aspects of relationships with large, strategically significant accounts, the role ensures revenue goals are met while fostering trusted, long-term partnerships. Maintains high-level executive engagement, focusing on both strategic and tactical aspects of the relationship. Leverages F5’s solution portfolio to deliver tailored solutions, partnering effectively with Systems Integrators, Service Providers, and regional VARs. This is an individual contributor, quota-carrying role requiring a customer-centric approach and expertise in financial services.

Requirements

Deep understanding of the financial services industry, including trends, challenges, and regulatory requirements (e.g., PCI DSS, GDPR, FINRA).
Proficiency in the MEDDPICC sales methodology (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition) to qualify opportunities and drive complex sales cycles in financial services accounts.
Proven ability to sell complex technology solutions to financial services clients, with a focus on application security, cloud adoption, and digital transformation.
Strong negotiation, closing, and presentation skills tailored to C-level executives in banking, payments, or investment firms.
Advanced client-facing skills with a consultative, customer-focused approach to building trusted relationships.
Demonstrated ability to influence stakeholders in a matrixed environment, leveraging internal and external resources effectively.
Exceptional time management, pipeline development, and forecasting skills, with a track record of meeting or exceeding quotas.
Specialized knowledge of networking, application delivery, and security solutions, ideally with F5 products or similar technologies.
Experience with internet-related software or systems, particularly in secure, high-performance environments.
Ability to travel as needed to engage with clients and partners in the financial services sector.
Residency in the Reston, VA area is preferred to facilitate relationship-building with key accounts in the region.
Bachelor’s degree in Business, Technology, or a related field (or equivalent experience).
12+ years of enterprise sales experience, with a focus on financial services accounts.
Proven track record of managing and growing large, strategic accounts in banking, payments, or related industries.
Experience working with Systems Integrators, Service Providers, or VARs in the financial services ecosystem.
Proficiency with CRM tools like SalesForce for pipeline management and forecasting.

Responsibilities

Serve as the primary point-of-contact for major financial services accounts, maintaining high-level executive relationships regardless of geographic location, with a focus on strategic alignment.
Drive sales of F5’s products and services to existing named accounts in the financial services sector, expanding and retaining these accounts while ensuring exceptional customer service.
Identify, qualify, and pursue both short- and long-term business opportunities, proactively addressing competitive threats in the financial services market.
Develop and present formal proposals and presentations tailored to financial services clients, addressing needs such as secure application delivery, fraud prevention, and compliance.
Lead negotiations, coordinate complex decision-making processes, and overcome objections to close deals effectively.
Manage and develop key partner relationships, facilitating executive-level collaboration between F5, its partners, and financial services clients.
Understand and articulate how F5’s technical solutions address critical financial services needs, including data protection, application performance, and regulatory requirements.
Research and develop lists of potential stakeholders within target accounts, follow up on leads, and close deals to meet revenue targets.
Define market strategies and goals for F5’s products and services, aligning them with the business objectives of financial services accounts.
Lead account strategy and coordinate with sales support teams (inside sales, systems engineering, sales management) to execute plans effectively.
Ensure accurate sales forecasting by leveraging in-depth knowledge of financial services sales cycles, maintaining up-to-date records in SalesForce.
Develop and maintain detailed account profiles, including organizational charts, for quarterly review by management.
Uphold F5’s Business Code of Ethics, promptly reporting any violations or policy concerns.
Perform other related duties as assigned.